Reference: OracleFusion Applications Sales Implementation Guide, Sales Coach: Explained
Question No: 2
Select the three statements that describe the use of sales methodology in opportunity management.
Selection of sales methodology is mandatory for every opportunity.
Sales methodologies consist of one or more sales stages.
Selection of sales methodology is optional for an opportunity.
Sales methodologies best describe an organization#39;s sales process
Sales methodologies include sales stages; each sales stage can be tied to a range of win probability and status.
Explanation: B: Sales methods and sales stages have a one-to-many relationship. In a typical implementation, a single sales method has several sales stages. Each stage within a sales method delineates the progress of an opportunity.
Sales methods encapsulate your sales methodology, or formalized approach, toward achieving a sale. Each sales method typically contains a number of sales stages that delineate the progress of an opportunity.
E: Sales stages delineate the progress of an opportunity. During opportunity creation, the application picks the first sales stage within the sales method being employed for the opportunity. The win probability used is the one associated with the sales stage picked, as specified during setup. While editing an opportunity, sales representatives can select another stage, and they can enter a different win probability.
Reference: Oracle Fusion Applications Sales Implementation Guide, Sales Methods and Sales Stages: How They Fit Together
Question No: 3
A territory manager has created a proposal. When the proposal is validated, it can create active territories. Identify a condition that would result in an error during the validation process in Oracle Fusion Sales.
Parent territory covers all the dimensions of its child territories.
Active resources were added as dimension members.
Parent territory does not cover all the dimensions of its child territories.
A valid product has been added as a dimension member.
Partner sales representatives were added to child territories.
Explanation: A territory becomes invalid if its boundaries go beyond the boundaries of its parent territory.
Note: When you create or edit a territory proposal, you can include active territories. When you activate your proposal, all territory definitions in the proposal are validated, and the proposal fails if any defined territories are invalid.
Reference: Oracle Fusion Applications Sales Guide. Invalid Territories: Explained
Question No: 4
While configuring the Assignment Manager, you activate and create assignment mappings involving Geography ID, Industry and Customer Size. After an Internal review, your company decides to no longer base decisions on industry. Your supervisor asks a coworker to remove any industry considerations from the Fusion Assignment Manager.
Your coworker does this by navigating to Industry and selecting the Inactive check box, but forgets to modify the existing mappings that already use Industry.
Select the expected system behavior based on this scenario.
The existing assignment mapping that uses Industry would continue to function; however no new assignment mapping could use Industry.
The existing assignment mapping that uses Industry would continue to function, but the concept of Industry would be automatically removed. The rule would continue on all other criteria.
Any assignment mapping that uses Industry would be automatically deleted.
Any time the existing mapping is used. Fusion will automatically create a resolution request.
This can#39;t be done; assignment objects can’t be set to inactive if there is a mapping defined using the object
Explanation: The object or attribute cannot be set to inactive if there is a mapping or rule defined using the object or attribute.
When the assignment object inactive box is checked the selected work or candidate assignment object is not available for assignment processing. When the assignment attribute inactive box is checked the selected work or candidate object attribute is not available for assignment processing.
Reference:Oracle Fusion Applications Sales Implementation Guide, What happens if I mark an assignment object or one of its attributes as inactive?
Question No: 5
Which three objectives are achieved by a spread formula?
Calculate the distribution of an amount among selected child territories regardless of the metrics
Spread the variance between the parent territory quota and the sum of child territory quotas to the child territories.
Calculate the ratios to use for the child territories through the use of the metric defined.
Equally distribute quota from the parent territory to child territories.
Distribute quota only to the parent territory.
Explanation: A spread formula calculates the distribution of an amount among selected child
territories. For example, a spread formula takes the variance between the parent territory quota and the sum of the quotas for the child territories, and spreads it to the child territories (B).
The formula calculates the ratios to use for the child territories through the use
of the metric defined for the selected spread formula (C, not A). The formula examines each territory contribution of the metric value for a period, and compares it with
the total value of the same metric for all the territories combined, to determine the percentage to apply to each territory. When a spread formula has no metric selected, then it distributes the amount evenly across the child territories (D).
Reference; Oracle Fusion Applications Sales Guide, 11g, What#39;s a spread formula?
Question No: 6
When the opportunity import process was initially created, the Customer Data Management Duplicates field was left blank. You are now using this process to import flat files; each flat file contains 50 records. While reviewing the data, you happen to notice that the same opportunity is included in two separate flat files, but the value of the Sales Stage field is different in the second file.
If you import both files, what will happen?
The second Import process will fail.
The second import process will succeed, but the duplicate opportunity record will fail.
The Fusion system will create a resolution request.
The Fusion system will create a duplicate record.
The Fusion system will update the opportunity record with the value from the second file.
Answer: E Explanation:
Note: Most validation issues are recorded as errors, with the exception of Customer Data Management duplicates found during the Matching Configuration process. In this case, matched records are only considered as errors if: